![]() ![]() ![]() It’s okay to offer a confirming statement–and that’s it. However, it would be very different to sit there and say, “Oh well, we’ve been in business for 65 years and we’ve done this and we’ve done that.” Who really cares? They can go out to your website to see that. However, it’s okay to say, “Hey, I’ve seen this before.” Or, “I’ve been able to deal with other companies similar to yours with the same challenge.” It’s okay to say these kinds of phrases, because that’s a confirming statement. It’s not about your achievements, or those of your company. Never start a call talking about yourself, or your company. In fact, when you start placing value in what they’re sharing with you, it’s amazing how much more information they’re going to share with you. Ask for their opinion on something bigger within the industry, within their supply chain, within the whole scope of things. When you ask for their opinion, don’t just ask for their opinion on your product. What I love to do is ask: “Well, what’s your opinion on this? Let me get your insights on this…I want to understand more clearly how the industry’s moving and what you think about it.” People always want to share their opinion. Opinion is one of the most beautiful words. Read more about Does My Call to Action Engage the Prospect? This comes back to the whole idea of having a clear Call to Action. Schedule meetings with a very precise purpose, so they know the intent, and that they’re going to be challenged on their thinking. “Oh yeah, let’s get together next week at two o’clock, or 10 o’clock, whatever it might be.” Don’t just schedule meetings haphazardly.
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